GET MORE SALES BY REDUCING SKEPTICISM AND INCREASING DESIREWritten by Bob Leduc
Prospects buy from you because they want to enjoy benefits produced by your product or service. Their desire for those benefits makes them want to believe everything you tell them. But skepticism makes them reluctant to buy. When their skepticism is greater than their desire -- you lose sale.
You can get more sales from prospects by reducing their feeling of skepticism -- AND by increasing their desire for your benefits. Here's how...
HOW TO REDUCE YOUR PROSPECT'S SKEPTICISM
Your prospects bought things in past that didn't produce promised results. It's natural for them to be skeptical of your offers and promises. Here are 2 techniques you can use to overcome their skepticism.
1. Eliminate Risk
The main cause of your prospect's skepticism is their fear of loss. They don't want to risk losing money if your product or service doesn't produce results they expect. You can eliminate that fear by guaranteeing their satisfaction. Offer to refund buyer's money if they don't get results you promise.
A money back guarantee is a powerful sales tool. But it may not be practical for you if you sell a service. You can't recover all time and labor you already invested in a job. Instead of a money back guarantee, provide a guarantee to continue performing services until your customer is satisfied with results. This eliminates your customer's fear of loss without creating a big risk for you.
2. Provide Proof -- Include Testimonials
Another powerful tool you can use to overcome your prospect's skepticism is testimonials from satisfied customers. They provide evidence that you lived up to your promises in past. Testimonials promote your prospect's confidence in you and in claims you make about your product or service.
Selling With Principles -- NOT PlungersWritten by Joe Bingham
For most of us, selling is against our natures. We were taught as children to be polite, courteous, and respecting of others. (Well, at least some of us were anyway.) The problem is, selling seems to go against those principles. Notice I said selling 'seems' to go against polite, courteous side of ourselves. In actuality, however, only bad salesmanship is overly aggressive, obtrusive, and just plain not nice. However, if your just starting out, it can be difficult to find a way to make your point and offer your product without feeling like you're right up in someone's face with a toilet plunger shoving it down their throat. If any of you ever meet me in person, you'll most likely be surprised at way I am. I'm actually not real talkative, at least not to start with. (That's very much opposite of my writing nature, isn't it?). It takes me a while to open up and let my grandpa's genetics take over and start rambling on. That's with personal issues, however. When it comes to selling, I'm learning to open more immediately and connect with people. It's important to contact and connect immediately. Why? Because if you don't, there will be 912 other people who will slip in